What are the responsibilities and job description for the Channel Sales Manager - TOLA position at ExtraHop?
Duties and Responsibilities
This key position requires someone who is able to learn and maintain in-depth knowledge of ExtraHop’s products and technologies, competitive products, and industry trends. You are primarily responsible for increasing revenue in assigned regions / territories / districts through identifying, recruiting, and developing opportunities for generating direct sales or partnerships with resellers.
- Manage Distribution Partners to identify, recruit & enable new Partners, that match the ideal partner profile for ExtraHop.
- Identify new VAR / SI Partners to effectively resell and service ExtraHop solutions by identifying new opportunities with their sales teams, co-marketing ExtraHop to their customers and prospects, leading call campaigns, face-to-face field meetings, and other activities
- Lead the business relationship with senior Partner executives to understand their business, decision-making, marketing, services, and financing models
- Frequently present and demonstrate ExtraHop products to Partners and their clients and prospects
- Execute and help evolve our Panorama Partner Program by introducing creative ideas about channel programs, strategies, and incentives to drive channel growth
- Create crisp, regular reporting of Channel Sales, Pipeline Create, Marketing ROI, and Partner-specific activity using SFDC and Tableau
- Provide Partner, customer, and competitor feedback and other field intelligence when relevant
- Prepare and implement strategic account plans for all Partners and identify business growth opportunities
- Ensure sales and presales teams from ExtraHop and our Partners are working together in the sales process around lead generation, deal registration, accurate forecasting, and tracking to goals established by their program tier
- Work closely with VADs, VARs, SIs, MSPs, and Technology Partners across the territory to grow the business
- Prepare and maintain an accurate channel sales forecast and deliver against KPIs for pipeline creation, new logos, and POC (Proof of Concept) starts initiated via Partners
Required Qualifications and Experience
The base salary for this role is $,-$,. Commission is 50% of On-Target-Earnings
